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FOCUS ACCOUNT MANAGER ROLE

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CONTENTS

Focus Account Manager ........................................................................................................................ 3 Responsibilities ...................................................................................................................................... 4 Requirements ......................................................................................................................................... 4 About Phoenix Software ....................................................................................................................... 7 Our Microsoft Expertise ........................................................................................................................ 8 

Key Technical Expertise ............................................................................................................................................. 8 Microsoft Cloud P-Seller ........................................................................................................................................... 8 Microsoft Cloud Accelerate Partner ..................................................................................................................... 8 Enhanced Microsoft Support .................................................................................................................................. 8 

Dedicated Account Management Team .............................................................................................. 9 Expert Technical Consultancy ................................................................................................................................. 9 Industry Leading Software Asset Management Team .................................................................................. 9 Expert Microsoft Licensing and Roadmap Advice .......................................................................................... 9 

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FOCUS ACCOUNT MANAGER  The Telephone support role (Focus Account Manager) is a key role for new account acquisition within the 

public-sector team, helping existing Premier account managers gain meetings within their non‐trading 

accounts, as well as targeting strategic non‐buying accounts set out by the sales manager. 

 

Responsibilities Include

Contacting non‐trading customers to inform them about products or services using scripts and arranging meetings for business development colleagues 

Answering questions about products or the company whilst on the calls 

Asking questions to understand customer requirements and articulating how Phoenix solutions would benefit the client 

Job brief We are looking for an enthusiastic Focus Account Manager to contribute in generating sales for our company. You will be responsible for generating sales meetings over the phone. 

An effective Telephone support role (Focus Account Manager) representative must be an excellent communicator and have superior people skills. They must be comfortable presenting products or services over 

the phone as well as articulating the Phoenix value add, dealing with gate keepers and being resilient in the face of rejection. 

The goal is to help the company grow by bringing in customers and developing business. 

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RESPONSIBILITIES

Contact potential customers to inform them about a product or service using scripts 

Targets strategic net new accounts set by line manager by booking meetings. 

Supports premier account managers with new account acquisitions by booking meetings. 

Answer questions about products or the company 

Ask questions to understand customer requirements and book time for business development colleagues to attend meetings 

An outlook invitation will be emailed to the client prior to the meeting, each meeting invite will have an agenda which suits the tone and content of the discussion with the client. 

Once the meeting has being booked, hands‐off the account with any actions to an account manager. 

Enter and update customer information in the database 

Handle grievances to preserve the company’s reputation 

Go the “extra mile” to meet sales quota and facilitate future sales 

Keep records of calls and sales and note useful information 

Targeted a minimum 20 meetings per month 

Can articulate the Phoenix value add proposition over the phone 

Can articulate the benefits of Phoenix’s IT campaigns to clients over the phone 

Can provide the line manager with a weekly breakdown of meetings booked against target 

Each meeting will be confirmed with the client prior to the meeting.

REQUIREMENTS Proven experience as telesales representative or other sales/customer service role 

Must be team orientated 

Able to make an excellent first impression with clients 

Proven track record of successfully meeting sales quota preferably over the phone 

Good knowledge of relevant computer programs (e.g. MS Office, CRM software) and telephone systems 

Ability to learn about products and services and describe/explain them to prospects 

Excellent knowledge of English 

Excellent communication and interpersonal skills 

Cool‐tempered and able to handle rejection 

Outstanding negotiation skills with the ability to resolve issues and address complaints 

BSc/BA will be a plus 

 

 

 

 

 

 

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Team structure

AC

Manager AC

Manager AC

Manager AC

Manager AC

Manager

Sales Support

Focus Account Manager

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WHY PHOENIX SOFTWARE

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ABOUT PHOENIX SOFTWARE Phoenix Software specialises in end-to-end IT infrastructure solutions including software asset management, software licensing, licence-management-as-a-service, hardware and devices, managed services, cloud services, data storage, data centre infrastructure management, enterprise software, servers, network security, unified communications and virtualisation. A wholly-owned subsidiary of Bytes Technology Group UK (part of the Altron Group), we have almost 30 years’ experience of advising customers on the best-fit software, hardware and IT solutions available – so you can be assured that our award-winning team will help you make the right decisions for your organisation. Our expert understanding of software licensing and transformational solutions, coupled with the insight and innovation of our Technical Consultants, means that we are perfectly placed to advise you on every aspect of your IT strategy from concept, design and deployment through to software licence management and compliance. We have embraced the current IT technologies and are here to help you deliver transformational IT solutions such as workforce mobility, core infrastructure, storage, hyper-converged infrastructure (HCI) and world-class IT security – on-premise, in the cloud or via your mix of the two. Our aim is to offer you excellent customer service and enable you to achieve your business goals by establishing the right IT strategy for your specific budget and business requirements. Our customers are drawn from some of the UK’s largest and most complex organisations including the NHS, Emergency Services, Housing Associations and many large Local Authorities, as well as many smaller organisations such as Schools, Charities and local businesses. As a reflection of our knowledge and expertise, we have gained some of the industry’s highest partner accreditations. The depth and breadth of these accreditations reflects our commitment to maximising customers’ return on IT investment while minimising the risk of implementing new technologies: Microsoft Gold Partner (Cloud Platform, Cloud Productivity and Small and Midmarket Cloud

Solutions) Microsoft Silver Partner (Collaboration and Content, Datacentre, Enterprise Mobility Management

and Messaging) Veeam Platinum Pro Partner VMware IT Strategy Partner of the Year 2016, VMware Premier Solutions Provider (Business

Continuity, Cloud Provider, DaaS, Desktop Virtualisation, Hybrid Cloud, Mobility Management, Network Virtualisation, Software-Defined Storage and Server Virtualisation)

Palo Alto Networks Silver Partner Kemp Centre NetApp Gold Partner (Network and Storage) Dell Platinum Partner of the Year 2016 (Core Client, Converged Infrastructure, Client Data Security,

Cloud Client Computing, Digital Transformation, IT Transformation, Networking, Server, Storage and Workstation)

HPE Silver Partner (Servers, Storage, Networking, End User Devices, Software) Pure Storage Gold Partner (Storage) Symantec Gold Partner (Enterprise Security, Cloud and Altiris) Veritas Silver Partner (Backup, Archiving & Cloud) Citrix Gold Partner (Application Hosting and Virtualisation)

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OUR MICROSOFT EXPERTISE Phoenix Software are one of the UK’s most experienced and highly skilled Microsoft Partners in the UK and currently hold the status of: We are also Microsoft’s Largest independent reseller in the UK Largest Authorised Education Reseller in the UK UK’s leading provider of Microsoft Enterprise Agreements to Public Sector organisations Key Technical Expertise Our Consultancy Services Division utilise a team of highly qualified and experienced Technical Consultants who offer design, planning, and implementation and support services for the full Microsoft portfolio. Our Technical Consultants are highly skilled and accredited in the following areas:

Azure Office 365 Windows 10 SQL SharePoint

Power Bi Exchange Intune SCCM Skype for Business

Microsoft Cloud P-Seller Phoenix Software is one of the few Microsoft UK Licence Solution Partners with Microsoft Cloud P-Seller status, enabling Phoenix Software to offer guidance of Microsoft’s Technology Roadmaps and best practice recommendations. Within our business we have the following P-Seller accreditations: Technology Solutions Professional Solution Sales Professional

Licensing Sales Specialist Virtual Technology Specialist

Microsoft Cloud Accelerate Partner Our expertise and experience in delivering Microsoft Solutions has led to Phoenix Software achieving the highest available endorsement from Microsoft as a Microsoft Cloud Accelerate Partner – an accreditation shared by less than 1% of Microsoft’s worldwide partners. Enhanced Microsoft Support Phoenix Software work closely with the Microsoft FastTrack On Boarding Team and have expertise providing end to end Microsoft support. Furthermore, our dedicated Microsoft Migration Team are highly experienced in migrating customer’s data, mailboxes and infrastructure into the cloud and supporting our customers throughout this process.

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DEDICATED ACCOUNT MANAGEMENT TEAM Phoenix Software will provide [End User] with a dedicated Account Manager. Your Account Manager [Account Manager] will act as the main point of contact between Phoenix Software and [End User]. Furthermore, you will also receive your own designated Account Management Team which gives you access to the following (see below):

Expert Technical Consultancy Phoenix Software has a highly trained and experienced professional Technical Consultancy Team. This team of more than 35 highly qualified and experienced Technical Consultants offers design, planning, project management, and implementation and support services for a range of key Microsoft software products. Phoenix Software’s Technical Consultancy Team is also well placed to advise on emerging and current cloud technologies including deployment. Our Technical Consultants enable you to gain access to new and specialist IT skills to help improve service levels and reduce the long term cost of your IT projects. Industry Leading Software Asset Management Team Customers naturally enjoy peace of mind as a direct result of the Phoenix SAM Managed Service, particularly in respect of non-compliance risk mitigation, but also the other tangible wealth of benefits that can be realised by managing software assets effectively. These broad ranging benefits produce a quantifiable return on investment and often financially outweigh the cost of any service. A small example of these would be:  Re-harvesting unused or retired deployments Purchase only what you need based upon actual figures Monitor active usage to understand if deployments are required Track downgraded deployments Track grandfathering rights or additional entitlement grants Review current entitlement and understand optimum path to future requirements Expert Microsoft Licensing and Roadmap Advice [End User] will be assigned a dedicated Microsoft Licensing and Online Services Specialist who will work alongside you to ensure the most cost-effective licensing solution for your business. With more than 50 years combined experience our Microsoft Licensing Team has the skills and expertise required to provide expert guidance and advice. Each of our Microsoft Licensing Team members has been actively involved with all current and previous Microsoft Memorandums of Understanding including MOU08, PSA09, PSA12 and CTA enabling us to ensure all our advice is fully compliant with all industry regulations. Our Microsoft Team can also offer bi-annual Technology Days and Technology Seminars. These are designed to take customers on a journey through the relevant Microsoft technology areas and show how the deployment of relevant technologies can turn your investment into genuine business enablers. We also offer several Technology Seminars a year which are group sessions designed to give our customers greater visibility of the Microsoft Technology offerings and associated Road Maps for future releases and developments.